Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World by Steve ANDERSEN & Dave STEIN

Author:Steve ANDERSEN & Dave STEIN
Language: eng
Format: mobi
ISBN: 9780814437162
Publisher: AMACOM
Published: 2016-04-03T14:00:00+00:00

Testing the Effectiveness of Your Positioning

The following six sets of questions will help you evaluate the effectiveness of your positioning with your customer:

Does your customer perceive that your solution provides a strong fit for their needs and requirements? You probably won’t win if they don’t. How do you know this? Who on the customer’s team is telling you?

Do you have, or can you develop, competitive advantage within this opportunity? If so, how will you know? Where is that competitive advantage? Will your customer see it? Will they acknowledge it? Will they value it?

Does your customer have a vision of a solution, and does that vision include you? How do you know? Are you getting direct feedback through ongoing customer collaboration during the sales process? How has your initial vision evolved into a more focused customer-specific solution?

Do you have resources available that will enable you and your organization to meet your customer’s requirements and exceed their expectations? This cannot be simply words on paper. If you sell business that you can’t deliver, your success will be short term, and it will probably be the last time you engage with that customer.

Have you developed an effective proposal that will solve your customer’s business problems and deliver real value? If so, what is that proposal? What are its strengths and where are its weaknesses? Will your proposal meet and exceed the customer’s corporate or department investment policies?

Does your customer recognize your solution and business value beyond product features and pricing? If not now, then when will they? Are you fully prepared to differentiate yourself from your competition and win this business, and precisely how will you accomplish this?

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